No Selling Allowed

“(Buyers) are not allergic to sales people, but they’re allergic to being sold. They want insight, knowledge and context around their situation. Someone who can solve a business problem and achieve business outcomes.” Jill Rowley, Social Selling Expert Many sales and marketing experts talk about the savvy consumer of our modern times. It’s true that the Internet has proven a … Read More

Bridging the Gap Between Marketing & Sales

If you were to google “the gap between marketing and sales” you’d be hit back with 33,900,000 results. This is because the gap between marketing and sales is an issue many companies grapple with on a daily basis. However, what we have found through first-hand experience is that the struggle occurs not because there is an actual gap, but because … Read More

Cold Calling: Misconceptions vs. Reality

It’s true: cold calling has amassed a bad reputation. Most people have a strong adversity to the industry as a whole, usually dating back to the time they were interrupted by unwanted telemarketers just as they were sitting down to dinner one Sunday evening. Over the years, cold calling has grown by leaps and bounds, specifically in the arena of … Read More

AI Meets the Sales World

This past August, VSA announced an internal prospecting program launch in partnership with Aligned 2aT, the creator of JOY – the world’s first AI sales assistant that can determine a prospect’s emotional and motivational drivers and build a plan for every sales call. A few weeks ago, we attended the Boston AA-ISP conference (American Association of Inside Sales Professionals) where … Read More

Sales Coaching Tips & Techniques

By and large, sales coaching is just like any other type of performance coaching. Whether you’re coaching a baseball pitcher, high-powered CEO, or an individual looking to improve his/her life, it’s all basically the same thing. A great definition for performance coaching comes from Tim Gallwey, author of several best-selling books about sports performance coaching. Interestingly, while Tim Gallwey began … Read More

The Basics to Crafting an Effective Sales Message

At VSA, we craft the sales messages for our clients, using a great deal of their input and review. We experience first-hand the effectiveness of said sales messages and thus have invaluable ex-perience with what works and what doesn’t. First and foremost, the biggest mistake most businesses make is to craft a sales message that is nothing more than a … Read More

Perfecting Your Phone Voice

According to Salesforce, 92% of all customer interactions happen on the phone. It stands to reason, then, that perfecting your phone voice would be a smart thing to do, no matter what line of business you are in. One of the smartest things you can do is listen to a recording of your voice. Most people cringe at this idea, … Read More

Defining Your Ideal Buyer Persona

Most businesses understand the value of doing market research in order to determine who their target market is and how/when/where they buy, but less truly understand the value of taking that market research one step further by fleshing it out to create their ideal buyer persona. But, here’s the thing. Taking the time to complete this exercise will help you … Read More

The Number One Prospecting Sales Objection

Surf the internet and you’ll find a wealth of information about how to navigate the most common objections encountered by sales professionals. Unfortunately, they typically only focus on the types of objections you hear in the latter portion of the sales process as you near the close. While the close is a vital component of the sales process, and the … Read More

The Inside Scoop of a B2B Cold Caller

Here at VSA, everyone starts out as a caller. Even if we hire someone that we know is destined for a management track, we still start them out as a Client Associate, which is the title we use for our cold callers. In order to work in any position in our company, it is vital you have the inside scoop … Read More